You’ve certainly seen this strategy used on courtroom television dramas when an attorney makes a clearly out of bounds statement about the innocence or guilt of the defendant, and the other attorney objects. The first attorney then quickly withdraws their statement. However, the jury has heard the point he wanted to make. The damage is done.

Columbo is another classic detective who would sometimes make a bold statement to see the reaction of the suspect only to withdraw the statement with a comment like “You know how it is . . . we just need to consider all the possibilities.”

A leader knows how to make a bold statement and then soften it with the closing words of “of course I could be all wrong” or “of course this is just one man’s opinion.” Some very strong statements can be made when finished with one of those two statements. See the posters Give Advice Through Asking Questions and Unsolicited Advice, Never Substitute My Opinion, and Sharing Your Opinion for complementary strategies for the sharing of your advice and opinions as a leader.

Categories: Negotiating

Tags: negotiating